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Getting to yes negotiating agreement without giving in

By: Contributor(s): Language: English Publication details: London Random house 1999Edition: 2nd edISBN:
  • 9781844131464
Subject(s): LOC classification:
  • 347.4109 $2 18
Partial contents:
The Problem -- Don't bargain over positions -- The Method -- Separate the people from the problem -- Focus on interests, not positions -- Invent options for mutual gain -- Insist on using objective criteria -- Yes, But... -- What if they are more powerful? -- What if they won't play? -- What if they use dirty tricks? -- In Conclusion -- Ten Questions People Ask About Getting To Yes
Summary: Long-established guide to negotiating covers common scenarios and problems. Covers the key principles in successful negotiation. Places these principles into a number of contexts from everyday scenarios to international politics. Recommends that positions should not be bargained over, that the problem should be focused on and not the people involved, and that objective criteria be used to negotiate over principles. Addresses common problems which occur.

The Problem -- Don't bargain over positions -- The Method -- Separate the people from the problem -- Focus on interests, not positions -- Invent options for mutual gain -- Insist on using objective criteria -- Yes, But... -- What if they are more powerful? -- What if they won't play? -- What if they use dirty tricks? -- In Conclusion -- Ten Questions People Ask About Getting To Yes

Long-established guide to negotiating covers common scenarios and problems. Covers the key principles in successful negotiation. Places these principles into a number of contexts from everyday scenarios to international politics. Recommends that positions should not be bargained over, that the problem should be focused on and not the people involved, and that objective criteria be used to negotiate over principles. Addresses common problems which occur.